FALL ISSUE (Octoberâ€“December 2020)
Making a Difference Meet CADA Laureate Award winner Brian Garland PAGE 15
On the Road Ahead Will truck sales lead the EV surge? PAGE 12
Community Driver Feature Craig Kalawsky PAGE 18
Occupational Health & Safety Program Manuals PAGE 9
Q&A With NCDA Chairman Peter Heppner PAGE 7
Car Buzz: Iconic
Concepts, New Arrivals PAGE 14
NEW CARS SOLD IN BC
JUL: 16,138 AUG: 16,817 SEP: 17,524 YEAR TO DATE: 123,007
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CONTENTS We’d love to hear from you!
INSIDE THIS ISSUE
Our vision is for member dealers and the dealer franchise system to be seen by the public as the best choice to fulfill all their automotive needs. We are a small but dedicated and hardworking team of individuals serving all members of the New Car Dealers Association of BC. Should you have any questions, concerns or issues, or if you have any ideas for our organization to pursue, our staff is available to listen and help. Get in touch via phone, email, fax, or in person at our office in Langley, BC. Signals is THE flagship publication for the NCDA, the industry association that represents more than 390 new car and truck franchised auto retailers in BC. #380–8029 199 Street, Langley, BC V2Y 0E2 Tel: 604-214-9964 // Fax: 604-214-9965 newcardealers.ca // firstname.lastname@example.org
New Car Dealers Association of BC – Staff Team
Blair Qualey President & CEO email@example.com
Shakira Maqbool Manager, Finance & Administration firstname.lastname@example.org Joshua Peters Manager, Member Services email@example.com Ofir Sapoznikov Membership and Operations Coordinator firstname.lastname@example.org
Roni Sapoznikov CEVforBC™ Program Administrator email@example.com Duy Le CEVforBC™ Program Coordinator firstname.lastname@example.org
Vancouver International Auto Show Blair Qualey President & CEO email@example.com 604-214-9964 Have a topic or story suggestion? Email us! And for article and ad submissions and rate card details, please contact: Joshua Peters | 604-214-9964 EXT 225 firstname.lastname@example.org For subscriber inquiries, please contact: email@example.com
Penny Sakamoto, Group Publisher 818 Broughton Street, Victoria BC V8W 1E4 firstname.lastname@example.org Published in Canada The contents of Signals, such as text, articles, opinions, views, graphics, images, and the selection and arrangement of information (the “Content”), are protected by copyright and other intellectual property laws under both Canadian and foreign laws. Unauthorized use of the Content may violate copyright, trademark, patent, and other laws. You must retain all copyright and other proprietary notices contained in the original Content on any copy you make of it. Disclaimer: Information contained within Signals is for general information purposes only and may not be entirely complete or accurate. Use of Signals’ content is done so at your own risk. Canadian Publications Mail Product Sales Agreement No. 40030593.
Government Advocacy Snap Election Called
Industry News Roundup
10 CleanBC Go Electric Additional Funding Added 14 Car Buzz Iconic Concepts and New Arrivals 22 Legal Line by SHK Seller Beware of Misrepresentations 26 Special Olympics BC Generous Donors Power Auction
Q&A With NCDA Chairman Peter Heppner
12 On the Road Ahead Will Truck Sales Lead the EV Surge? 15 Making a Difference—Big Time Laureate Award winner Brian Garland 16 For the Love of Community Community Driver Craig Kawalsky 17 Catching Car Thieves New scanner helps find fraudsters 20 Leveraging Lunar New Year Connecting with Chinese Customers 28 Independent Contractors Sales Manager Class Actions Approved
On the Cover: The NCDA congratulates Mr. Garland on being the BC Dealer recipient for the 2020 CADA Laureate Award for Ambassadorship. See story on page 15.
A Time for Thanksgiving
News From the Front Seat BLAIR QUALEY PRESIDENT & CEO, NCDA
“Let us remember that, as much has been given us, much will be expected from us, and that true homage comes from the heart as well as from the lips and shows itself in deeds.” —THEODORE ROOSEVELT, 26TH PRESIDENT OF THE UNITED STATES OF AMERICA
Thanksgiving is one of my favourite times of the year because it reminds me to give thanks and to count my blessings. In this most challenging of years, it is even more important to be thankful and to focus on a glass half full rather than to spend energy on the negative. For our association, 2020 has not been an easy year. We lost our biggest revenue generator—the Vancouver International Auto Show—and we’ve had to implement deep cost-cutting measures, including saying goodbye to several members of our team. But despite the financial and structural pain we have dealt with, our board and staff team have really pulled together to make sure that the NCDA is in a position to continue its very important work for our members. I am so grateful to our board and staff team for their support and dedication as we worked hard to provide the best information to our members during this incredibly challenging time. And to the many members who reached out to say thank you for all of the COVID-19 daily bulletins and our COVID-19 Health and Safety Protocols Guide Toolkit, thank you so much for your kind comments and support. It kept us going through a challenging time and reminded us that what we do does make a difference for members. Keep an eye out for the refreshed and updated Occupational Health and Safety Program
Manual, with complimentary copies sent to members, thanks to generous support from Canadian Automobile Dealers Association (CADA). On behalf of our chairman, Peter Heppner, our Board of Directors, and our small staff team, we wish you and your loved ones a very happy and healthy fall and winter season. We are grateful for your business and your trust; and please know that we have a plan to continue the important work of the association in the coming year, with or without an auto show.
BC Dealer Wins 2020 CADA Laureate Dealer Award In September, CADA Chair Mike Stollery announced that Brian Garland of Cariboo Auto Group, in Williams Lake, BC, won the 2020 CADA Laureate dealer recognition award for ambassadorship. For more than 15 years, the Laureate Award has been recognized as the highest honour a new car and truck dealer can receive over the course of his or her career. Although hundreds of nominations are received each year, only three individuals among more than 3,200 association member dealers in Canada win the award. Stollery pointed out that self-nomination is not accepted, making “each and every nomination an award in and of itself.” Our sincere congratulations to Mr. Garland. (See story, page 15.)
2020-2021 New Car Dealers Association of BC Board of Directors
Peter Heppner Chairman
James Carter Vice Chairman
Anthony Lunelli Treasurer
Jeff Hall Past Chairman
Blair Qualey President & CEO
PRESTON GM LANGLEY
CARTER GM N. SHORE
ANTHONY’S SUBARU KELOWNA
HALLMARK FORD SURREY
ROYAL BANK OF CANADA
MARV JONES HONDA MAPLE RIDGE
OPENROAD AUDI BURNABY
Signals Magazine October–December 2020
COLUMBIA CHRYSLER RICHMOND
WOLFE AUTO GROUP SURREY LANGLEY
LGM FINANCIAL SERVICES INC.
MACCARTHY MOTORS TERRACE
NORTHLAND NISSAN PRINCE GEORGE
GAIN GROUP VANCOUVER ISLAND
JACK CARTER ELK VALLEY CHEVY BUICK GMC
Snap BC Provincial Election Called During COVID-19 Pandemic Premier John Horgan surprised everyone, including the BC Green Party, by calling the provincial election a year early on Saturday, October 24. Many people were surprised by this election call because Premier Horgan and the BC NDP government have a year left in their mandate. Many have commented that this was not an ideal time for an election, as the province is preparing for the second wave of the COVID-19 pandemic to hit. Read more about the NCDA’s efforts on government advocacy later on in this issue. Amid the election, we’ve been sending our members weekly updates to keep you informed of the latest information on the various election campaigns and important issues. Whoever wins the election, we look forward to working with them.
VSA Welcomes New CEO Stephen Simms Effective September 8, the Board of Directors of the Vehicle Sales Authority of British Columbia appointed Stephen Simms as president and CEO. “After a thorough and extensive national search, we are pleased to have Stephen join the VSA team,” said Mark Bakken, chair of the VSA Board of Directors. “Stephen’s accomplished leadership experience, coupled with his diverse background, will ensure that the VSA continues to evolve our practices and is well equipped to deliver on our mandate.”
Stephen brings to the VSA over 22 years of executive leadership experience with Fortune 50 companies and a diverse business background in accounting, operations, merchandising, loss prevention and human resources. “I consider it a privilege for me to lead and serve the team at the VSA,” commented Stephen on his new role. “I am looking forward to partnering with the VSA leadership team, the board and our stakeholders to ensure our purpose continues to live strong and remain relevant. We have a vital role to play in this industry as BC’s motor vehicle sales regulator, and I am excited to lead the VSA into the next chapter.” Please join us in congratulating him.
Right-Sizing for a New Reality In our last edition of Signals, we reported on our virtual AGM held in July, noting changes with our volunteer leaders on the board, including a new chairman and executive, as well as several new directors. In the intervening time, staff have continued to work with the board’s oversight on right-sizing the NCDA and its finances to fit our new reality. As Chairman Peter Heppner states in our interview on page 7 of this edition of Signals, “With the postponement of the 2020 Vancouver International Auto Show and the fate of the 2021 show uncertain, our financial wellbeing must be carefully planned for. Our budget has been thoroughly reviewed by our Finance and Audit Committee. Each source of association
revenue has been identified as a business unit capable of contributing to the overall operation. Related expenses have been right-sized to the business unit revenue.” Our chairman added, “The board’s goal was to reach an operating plan that most importantly allows our core member services to continue indefinitely, without reaching further into cash reserves. Fortunately, we have achieved this goal and the budget was unanimously approved by the board at our virtual meeting in late September.” As we have shared previously, expenses were quickly cut across the organization by over 30 per cent, including a reduction in headcount. We explored leasing out part of the association’s owned strata office in Langley with a tenant move-in on November 1—providing a solid income stream for at least five years to help offset office costs. “We have had to look at a variety of options and, unfortunately, due to the catastrophic financial loss of the last-minute postponement of the 2020 auto show, following four years of no adjustments, we will have to increase membership dues for 2021, just to break even,” stated Heppner. We ask for our members’ support and understanding during this most difficult time. Sincerely,
Blair Qualey, President and CEO New Car Dealers Association of BC n email@example.com
2020-2021 New Car Dealers Foundation of BC Board of Directors
CARTER GM N. SHORE
PRESIDENT & CEO, NCDA
WESTWOOD HONDA COQUITLAM
MARV JONES HONDA MAPLE RIDGE
FIRST CANADIAN FINANCIAL GROUP
MACCARTHY MOTORS TERRACE
OPENROAD LEXUS PORT MOODY
NORTHLAND NISSAN PRINCE GEORGE
Heather Headley Chair
John Wynia Past Chairman
Marnie Carter Founding Chair
James Carter Treasurer
PACIFIC HONDA N. VANCOUVER
HARBOURVIEW VW NANAIMO
CARTER AUTO FAMILY
DUECK AUTO GROUP ANTHONY’S SUBARU VANCOUVER/RICHMOND KELOWNA
NEW MEMBERS Associate Members of the New Car Dealers Association of BC provide vital products and services to Dealer Members, allowing them to do business with greater cost-effectiveness, environmental responsibility and general efficiency. Welcome to our new members!
Coast Tire Storage
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Coast Tire Storage is proud to assist dealers in maximizing efficiency, while reducing the headaches commonly associated with tire storage. We will pick up, store and deliver your customers’ tires promptly and professionally. Our user-friendly, web-based, warehouse management system makes working with us both simple and convenient. With 10 locations across Canada and growing, we now service Vancouver Island, Vancouver and the Lower Mainland, Prince George and surrounding areas. With staff experienced at working in dealerships, CTS endeavours to understand and respond to your business needs and provide unparalleled service to NCDA members. Contact: Carolyn Gilmour, Sales Representative, email@example.com, 1-877-216-2510 ext. 141
NCM At NCM Associates®, our business is knowledge. From in-depth management and leadership training to customized in-dealership consulting, we deliver knowledge that dealers need to take their operations to the next level. As the largest 20 Group provider in North America, we bring business owners together to exchange best practices, ideas and strategies. And because we know dealership ins and outs, we offer software and web-based management solutions that make day-to-day operations easier. And it’s all backed by NCM Benchmark® data collected from the thousands of dealers and OEMs we serve across North America. View us online at: View us online at: www.ncmassociates.com. Contact: Kory Suppes, Business Development Manager, firstname.lastname@example.org, D: 913.401.2311, M: 620.617.6965
LAT Multilingual LAT Multilingual has been helping companies and organizations reach diverse markets since 1999 through quality translation and marketing-adaptation services. British Columbia is becoming increasingly more diverse, with significant numbers of Chinese and South Asian residents working and studying in the province. Effectively connecting with these potential customers can be a boon to any car dealership, but language and cultural preferences can be a barrier. We work with dealerships to help them communicate and differentiate their brand to diverse audiences, with the goal of increasing sales leads. Let our innovative and data-driven marketing strategies help you connect with new audiences. Contact: Lise Alain, President, Lise.Alain@latmultilingual.com
Signals Magazine October–December 2020
New Tool for Members’ COVID-19 Safety Toolbox FootShark is an easyto-use, foot-operated door opener that installs on your doors, eliminating the need to touch door handles (known contaminated surfaces). It’s a convenient, effective way to prevent virus transmission from door handles. Protect your workplace, get FootShark™ today! This is a made-in-BC product. To order and for contact information, visit: www.footshark.com.
BC’S NEW CAR DEALERS
Save with TELUS Business BC’s New Car Dealers are eligible for savings with TELUS Business. Contact us to learn more: email@example.com or login to your Member Login page to see the latest offer.
with NCDA’s New Board Chair: Peter Heppner “As a BC association, government relations must remain a top priority.”
Signals: What motivated you to serve on the NCDA board and become the chairman? Peter Heppner: I believe strongly in the value of the collective voice of our dealer associations. Whether it be to various levels of government, manufacturers or the public, dealers have more in common than we have differences. We need to stand together and be heard. Given our meaningful economic contribution and dedication to our communities as employers and community partners, it is my view that our opinions and corporate wellbeing matter. S: Tell us one thing about the work and value of the association that most dealers aren’t aware of. PH: I can’t think of a better example of the value of dealer associations—provincial or national—than the present challenges of the COVID-19 pandemic. Our associations’ ability to communicate with government in a meaningful way has made all the difference to many new car dealers. Early on in this crisis, the amount of information coming at a business owner was overwhelming. The regular updates from both the NCDA and CADA, for me, quickly became the most trustworthy source of critical information. I applaud both organizations on a job very well done. S: What are your top priorities for the association over the next year of your term as chairman? Share what you are hoping to accomplish at the NCDA on behalf of BC’s New Car Dealers. PH: We have very important work to be done in the next couple of years. First and foremost, we are well on our way to enjoying greater participation by our dealer members in their association. Over the last couple of years, we have transitioned to a largely new Board of Directors with fresh ideas and enthusiasm. We are very well represented regionally. Newly established term limits for board members and a planned rotation of the executive ensure that serving is not a life sentence but rather a short-term and hopefully rewarding experience. Every dealer should take their turn—can we count on you? Other work of note: 1. With the postponement of the 2020 Vancouver International Auto Show, and the fate of the 2021 show uncertain, our financial wellbeing must be carefully planned for. Our budget has been thoroughly reviewed by our Finance and Audit Committee.
Each source of association revenue has been identified as a business unit capable of contributing to the overall operation. Related expenses have been right-sized to the business-unit revenue. The goal was to reach an operating plan that most importantly allows our core member services to continue indefinitely without reaching further into cash reserves. We have achieved this goal, and the budget was unanimously approved by the board at our virtual meeting of September 24. Unfortunately, due to the catastrophic financial loss of the last minute cancellation of the 2020 auto show, we will have to increase membership dues for 2021 just to break even. We ask for your support and understanding during this most difficult time. Further details will follow. 2. Government relations: as a BC association, this must remain a top priority. Whether it be taxes, employment law, the VSA, ICBC, WorkSafeBC, or other matters, we all face the same concerns and issues. Our interests must be prominently and fairly represented. 3. Continued dialogue with manufacturers for future auto shows— do we need to change? How do we go forward? 4. Having secured the approval of our budget and mandate from our board, we will now assemble our sub-committees, and action plans will be prepared and executed. S: How do you see the industry changing over the next few years? PH: Clearly, industry disruptors are challenging our business model like never before. This is nothing new. I believe that we as dealers are a most necessary conduit between the manufacturer and the consumer. We will, of course, have to embrace new ways of doing things and follow consumer wishes in terms of how we communicate and transact. Those that do should have a bright future. S: What are the greatest challenges you see ahead for BC New Car Dealers? And for the NCDA? PH: There is a tremendous burden placed on employers in this province as of late. All the new taxes, minimum wage increases, etc. cannot simply be absorbed without increased revenues. Where will this come from? Commercial property values are soaring and property taxes along with them. At some point, the business model just doesn’t make sense. We must work together to educate government on the realities of our business model. Continued on next page newcardealers.ca
BC LEGISLATURE WIRE
Snap BC Provincial Election Called During COVID-19 Pandemic Premier John Horgan surprised everyone, including the BC Green Party, by calling the provincial election a year early on Saturday, October 24. People were surprised by this election call because Premier John Horgan and the BC NDP government have a year left in their mandate. Many have commented that this is not an ideal time for an election, as the province is preparing for the second wave of the COVID-19 pandemic to hit. At the time of preparing this update, most public opinion polls have Premier Horgan with a 72 per cent approval rating and the BC NDP are 20 points ahead of the BC Liberals (this is a similar lead the BC NDP had over the Liberals in 2013 when the Liberals came back and won), but we will see if they can repeat this in 2020. Polling aside, campaigns still matter here in BC. There are a lot of factors at play. Could the BC Liiberals create another “Hail Mary” campaign with their cut to the PST? Or maybe a Green surge affects either the BC Liberals or the BC NDP as we head into the 2020 provincial elections. Due to COVID-19 conditions, this will be an election like no other. To prepare for the vote, Elections BC announced that British Columbians could request a mail-in ballot and in the first few days of the campaign, it received over 480,000 requests. This figure dwarfs the 6,500 that were requested in the 2017 election. The fact that so many British Columbians have requested a mail-in ballot will add confusion to the process of counting votes and likely delay the final election results. We may not know who the next government is until sometime in mid-November. In advance of the election, NCDA President & CEO Blair Qualey presented to the 2021 Select Standing Committee on Finance and Government Services and advocated for key initiatives to be included in the 2021 budget, which will be released in February 2021. NCDA staff reminded the committee of the enormous financial and social benefits that the almost 400 New Car Dealers contribute to 55 communities across the province. The presentation included several recommendations for the government to consider as part of the COVID-19 recovery bud-
get. This included a creating a PST tax-free holiday on vehicles, abolishing the luxury tax or, as a start, removing it from the sale of work trucks, pick-up trucks and essential vehicles and, finally, adding more rebates for the CleanBC Go Electric Rebate Fund, so we can continue to provide incentives for the purchase of new, qualifying electric vehicles. Good news came in late August when the Select Standing Committee on Finance and Government Services released its final report. The committee recommended that the Minister of Finance review and address the luxury tax on vehicles. The summer session of the Legislature was consumed with issues relating to COVID-19. BC Health Minister Adrian Dix and Dr. Bonnie Henry, the province’s Chief Medical Officer, were centre stage throughout the summer as they handled the response to the COVID-19 pandemic. They ensured a smooth government response during this challenging time. During the COVID-19 crisis, NCDA adjusted like most organizations to the virtual world of Zoom, Skype, Teams and social media channels, as we pivoted to a new normal. We continue to advocate on your behalf as we did throughout the summer by connecting with members of the BC Liberals and the BC NDP. We continue to advocate for fewer taxes and less regulatory measures, and encourage ongoing funding for the Clean Energy Vehicle Program, further promotion of ICBC incentives for advanced technology in vehicles and, most importantly, completion of the review of the luxury tax and ensuring support for businesses impacted by COVID-19. In September, the Ministry of Energy, Mines and Petroleum Resources announced the regulations for the ZEV mandate. NCDA is working on being a part of the Zero-Emission Vehicles Advisory Council and working with the OEMs to advocate for changes to the current regulatory framework. The Cullen Commission Inquiry into Money Laundering is ongoing, and an interim report is due by November 15, 2020. Over the summer, the commission and the BC Lottery Corporation got into a legal battle over access to information. This should make the report a very interesting read, once it is released. It again was a busy summer and fall for the NCDA and with the snap election call, it is even busier, as we continue to work for you, keeping the pedal to the metal to ensure all of members’ issues are addressed, no matter who forms the next provincial government in BC.
Q&A With Heppner Continued from previous page
S: What are you most optimistic about in the auto industry? What gets you excited about business and the future? PH: As so many before me have stated, the only constant in this business is change. Auto dealers are remarkably adaptable and resilient. Our business model is changing more quickly than ever—this to me is exciting. The pace of technological advances in
Signals Magazine October–December 2020
the vehicles promises to be equally exciting. S: You serve on the CADA board executive. What has this national experience shown you about the importance of the provincial and national associations? PH: I am delighted and encouraged to see how well the provincial associations work together with CADA for the greater good. We each have our purpose—both being
critical to the success of the other. My goals for CADA will not be very different from those at the NCDA—encourage even greater participation by dealer members to strengthen our collective voice. On the national stage, I believe this is particularly important for western dealers. We need to be heard with our perspectives considered in all national matters.
Dealer News From Around the Province BY BRUCE CAMERON, BLACK PRESS CONTRIBUTOR
Creative Communications: Steve Marshall Ford’s “The Weekly” To engage with customers and staff, Steve Marshall Ford in Campbell River has created a lighthearted webcast called The Weekly, which features interviews with staff and customers on a variety of topics. According to General Manager Karl Ebdrup, the series of filmed interviews and Facebook Live streaming sessions was the brainchild of Ben Coyle, who works in the company’s used-truck location. It seems the social media-savvy Coyle thought that a weekly broadcast would push GM Ebdrup to “get more comfortable on camera and get out there more.” Ebdrup says, “It was a huge fear of mine as it is for many people… so he had me agree to a once-a-week live video. He is still the driving force behind it.” The series has taken off in surprising ways, Ebdrup adds, with excellent results. “Reaction has been great in all kinds of areas, such as building our brand and culture with clients and salespeople, getting us more noticed on social media, attracting good people into our business and, above all, getting us higher on clients’ list of places to consider when buying.” At times, Steve Marshall Ford has had to coax participation from staff, but even clients and individuals in the community are now participating. “The running joke on The Weekly is we have to ‘volun-tell’ our staff to be a guest,” says Ebdrup. “But the truth is they all recognize the value; it’s more just getting them over their own fears.” To see some of the fun videos they have created for the #TheWeekly go to: https://www.facebook.com/SteveMarshallMotors/videos/287761798971345
In Memoriam: Frank Affettuso (1926-2020) We have sadly learned of Frank’s passing and extend our sincere condolences to his wife Lisa and his extended family. Frank made real contributions to our business and was known widely as a kind and generous man. He was one of a kind! Nearly every morning for 44 years, Frank drove across the city to open the doors to Southside Nissan. The first business of the day was to make coffee, greet his 45 employees as they arrived, followed by customers, before handling the challenges of the day and evening (he worked 16 hours a day, seven days per week). Frank was so essential to Nissan’s early North American market development, he actually purchased luxury cars from domestic carmakers and shipped them to Nissan’s Japan headquarters for dissection, helping them learn about popular features and systems that likely assisted the automaker in its development of larger, mid-size premium models like Maxima, which eventually led to its premium sector Infiniti division.
Kudos for Signals
“The magazine is well laid out and very informative covering a wide range of pertinent topics.” — DAVE S, BPL GROUP
Matcha a Good Match for OpenRoad Toyota Richmond Care for one of the world’s best matcha beverages when you’re browsing for a new vehicle? Well, Open Road Toyota in the Richmond Auto Mall is the spot to go. It recently opened a Tsujiri store, serving matcha frappes, houjicha lattes and kitsune soba for any Toyota customers. Tsujuri has been making and selling the world’s finest matcha for 160 years.
Making Way for Densification: An Automotive Icon to Close in Coquitlam Bowing to the pressures of development in neighbourhoods all around the Metro Vancouver region, Coquitlam Chrysler Dodge Jeep Ram dealership will soon close. The valuable location in the city-centre neighbourhood is being redeveloped into a mix of commercial and multi-family housing options near the ever-expanding SkyTrain route. According to GM Jeff Kornatowsky, who was interviewed by the Tri City News, “Everyone knew there was a timeline on this property. It is a large property. It is premium placed.” Kornatowsky said the closing of the dealership after 44 years at that location was bittersweet, but as a resident himself, “it makes a lot of sense for high-density residential.”
Updated Occupational Health and Safety Program Manuals The NCDA has refreshed and updated the Occupational Health and Safety Program Manuals for BC’s New Car Dealers, including important changes for health and safety compliance. Complimentary copies of the Program Manual, made possible with generous support from CADA, are available to member dealers. Contact the NCDA office for your copy. newcardealers.ca
Additional Funding To Be Added to the CleanBC Program Work with the Province of British Columbia continues on additional funding of $5 million to the CleanBC Go Electric Vehicle Rebate Program (re-branded by the government from the previously named Clean Energy Vehicle Point-of-Sale Purchase Incentive Program [CEVforBC™ Program]). This is another installment of the $20 million in funding that was announced in the provincial budget on February 18, 2020.
Updates: Updated program forms (Dealer Application Checklist, Letter of Received Rebate, etc.)—check the cevforbc.ca website for the latest forms. Following the re-branding of the program, the cevforbc.ca website is undergoing changes to match the new branding. To clarify: The “CEVforBC Incentive Program” was re-branded to “CleanBC Go Electric Vehicle Rebate Program” by the Province of BC and is the same program.
The cevforbc.ca website will continue to function as per normal, so please submit your applications online through the Dealer Portal.
New vehicle models added since the last issue of Signals:
2021 Toyota Prius Prime (PHEV)
2021 Toyota RAV4 Prime (PHEV)
2021 Mini Cooper Countryman (PHEV)
Tips for Dealers As stated in the Policies, the limit for individuals is one (1) rebate per the lifetime of the program. Therefore, if there is a trade-in ZEV vehicle involved as part of a deal of purchasing/leasing a new eligible vehicle, ensure that the customer is still eligible for a CleanBC rebate before providing them with the rebate. Ensure timely submission (within 15 days from date of sale/delivery) of all claims. If not all documents are ready, you should still submit the application to avoid late submission. Upon submission, you will have 90 days to provide all required supporting documents. If you would like to receive further tips and one-on-one guidance on the program, please contact us to book an online (via Zoom) training session for your dealership’s staff.
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KAR Global is committed to protecting the health and wellbeing of our customers, employees and communities in all we do during the COVID-19 pandemic. We continue to closely monitor public health and government directives to ensure we’re operating safely. As we emerge from the pandemic and with the economy picking up speed, we remain dedicated to ensuring our dealers’ success. We continue to hold Simulcast auctions via ADESA.ca and the ADESA Marketplace app. Our other digital channels — including private label sites and upstream open (non-auction) vehicles on ADESA.ca and TradeRev also remain open and active to keep your business moving forward. That’s why KAR Global is extending and initiating relief programs and temporary price reductions as well as resuming services to give dealers the confidence to buy and sell anytime, anywhere and emerge stronger than ever: • Waived Simulcast Fees: No Simulcast success fees for buyers through July 31, 2020. • Buyer Vehicle Previews: Most ADESA locations are now offering in-person visits to preview and assess inventory. Contact your local ADESA auction to learn more. • Post Sale Inspections: All locations are now offering PSIs. Contact your local ADESA auction to learn more.
For additional information and all of the latest updates, visit ADESA.ca and TradeRev.
The Road Ahead Will Truck Sales Lead the Anticipated EV Surge in 2021-2022? Changes in EV technology will have a more dramatic impact on accelerating the trend toward EV purchases than the government incentives that initially kickstarted the industry. BY BRUCE CAMERON, BLACK PRESS CONTRIBUTOR With California recently announcing that it will move to 100 per cent electric vehicles by 2035, and BC talking about a target date of 2040, the writing is on the wall for new car sales: they will be increasingly electric. The transformation of the automotive industry from combustion engines to EVs is well on its way in North America, and BC is leading the way. The provincial government trumpeted the fact that at the end of 2019, BC led all North American jurisdictions in terms of per capita EV sales. Yet despite the trendsetting pace of EV sales in BC, accounting for nine per cent of all light-duty vehicle sales—ahead even of California at eight per cent—by far the biggest and most lucrative segment of the market is truck sales. In fact, recent Statistics Canada data confirms that truck sales have steadily increased as a percentage of vehicles sold, rising by 3.6 per cent since 2017. Truck sales, including light and heavy trucks, SUVs and minivans, account for an even bigger share of overall revenue for the industry, rising from 76 per cent of new vehicle revenue in 2017 to 81 per cent by 2019. So if the much-anticipated surge of EV sales is to actually materialize, it will have to occur in the lucrative truck segment of the market. The current trajectory of truck sales, combined with the rise in demand for EVs, is creating a perfect storm that will transform the industry much more quickly than many people think. Changes in EV technology will have a more dramatic impact on accelerating the trend toward EV purchases than the government incentives that initially kickstarted the industry. Many of the old objections preventing people from buying EVs, particularly EV trucks, are quickly toppling.
The restricted range of many early EV entrants is a fading concern, as investments in charging infrastructure are being made all over North America, and as private companies begin to provide charging for their own truck fleets. Power and torque are also hurdles once thought insurmountable for an EV truck, but a recent publicity stunt by Ford went a long way towards addressing that objection: the electric Ford F-150 (available mid-2022) towed a massive freight train loaded with 42 traditional F-150s. Not only are established companies like Ford and GM committing huge resources to produce EV trucks, their costs for electric batteries are dropping quickly. Bloomberg noted that battery prices per kilowatt-hour have dropped by 87 per cent in a decade. Continued on next page
Signals Magazine October–December 2020
Continued from previous page
And upstart entrants like Tesla, Rivian, Nikola and Lordstown (all of which have new trucks they are moving into production) will benefit from even further reductions in battery costs in 2021 and beyond. As it becomes possible to create EV trucks with considerable power at a reasonable cost, these start-ups are increasingly entering into partnerships with established companies like GM (that just bought an 11 per cent stake in Nikola, which is producing the Nikola Badger) and Amazon (that invested $700 million in Rivian, which is making the R1T truck and R1S SUV). There indeed seems to be an automotive renaissance driven by the nascent demand for EV trucks. Of course, there will be bumps in the road ahead, including the decline in sales and revenues due to the COVID-19 crisis in 2020. But the biggest hurdles EV truck makers face is keeping up with demand. According to a recent Canadian Press story, there was a drop in sales of EVs in 2020 that was mainly attributed to temporary battery shortages. That could explain why Tesla is moving so aggressively to manufacture its own batteries, and aiming to produce an EV in 2022 that will cost about $25,000 USD.
The array of new EV trucks is as intriguing and diverse as any lineup of vehicles seen in the past decade. Established companies are rolling out: • The GMC Hummer EV SUT • The electric F-150 from Ford
Relatively new start-ups have introduced several fascinating entrants: • Tesla’s futuristic Cybertruck • The Rivian truck (R1T) and SUV (R1S) • Lordstown Endurance (made in a former GM plant) • Nikola Badger (which GM just bought into in September 2020) • The exotic and expensive Bollinger B2 It will be ironic in the extreme if large, hulking vehicles like the Hummer (or reinvented big iconic models like the F-150) lead the way in terms of making the EV revolution a reality in the next few years. It’s not far off. According to the Canadian Press, Toyota Canada’s vice president Stephen Beatty said that his company expects that 40 per cent of its sales will be electric by 2025. The pace of the coming shift to EV trucks will surprise people—almost as much as an electric Ford F-150 towing a freight train.
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Iconic Concepts and New Arrivals Watch out for new models in 2021 FROM FAMILIES…TO FAST! Jeep Grand Wagoneer
Nissan Z Proto
Another icon is set to return in 2021. The Jeep Wagoneer and Grand Wagoneer will be a larger and classier set of SUVs and, while we’ve only seen the Grand Wagoneer concept—which has bold styling and an extravagant interior—Jeep says the production-ready versions of both the Grand Wagoneer and the regular Wagoneer will reach showrooms next year. While details have not yet been released, plug-ins and hybrids could be in the works, fitting with the company’s stated plans to ensure that every model line in the Jeep brand has a hybrid or a plug-in hybrid version by 2022. With three rows of seats, the Wagoneer and Grand Wagoneer will provide families an opportunity to live the Jeep lifestyle, which hasn’t been possible since the old Commander was around. For more information, see https://www.jeep.ca/en/grandwagoneer
Nissan is proving that sports cars are not dead, as it reveals the Nissan Z Proto, a teaser to the production model and an update to the long-standing 370Z. A twin-turbocharged V-6 engine coupled with a six-speed manual transmission powers the Z Proto. That powertrain has been confirmed for the production Z. The model will be a welcome addition for Nissan since the start of the previous “fifth-gen Z33” in 2009. When the production Z arrives in 2021, it is likely to be called the 400Z. As in the 1990s, the new Nissan Z and the Toyota Supra may again be close rivals. For more information, see https://www.nissan.ca/experience-nissan/future-and-concept-cars/z-proto.html
FROM LUXURY TO FUEL-EFFICIENT AND OFF-ROAD MACHINES 2021 Toyota Rav4 Prime
New Ford Bronco
Toyota’s plug-in hybrid powertrain technology delivers electrifying driving fun, and in the RAV4 Prime, this translates into over 300 horsepower and impressive acceleration, plus a range of almost 1,000 km. The 2021 Toyota RAV4 Prime joins the RAV4 Hybrid as the second electrified RAV4—Toyota’s best-selling model. With RAV4 Prime’s launch, Toyota’s electrification strategy has grown from a single, niche model in 2000—the Prius—to a selection of 10 vehicles in a range of market segments. For more information, see https://www.toyota.ca/toyota/en/vehicles/rav4
As noted and anticipated in the January 2020 issue of Signals, images and videos of the production model of the Bronco have finally been released and are no longer simply concepts. It has been a quarter of a century since the last Ford Bronco rolled off the line, and Ford has finally brought the brand back, with the unveiling of three new off-road-oriented SUVs under the Bronco name: the 2021 Bronco, which will come in a two- and a four-door version, and the smaller Bronco Sport. The new Broncos are engineered for hard, off-road driving and include features designed to make it easier to get far from civilization and even stay there for a while. More than 100 factory-backed accessories will be available, including kayak, ski/snowboard and bike racks, and a tent that mounts on the standard-equipment roof racks and supports up to 600 pounds, with or without a sunroof in place. For more information, see https://www.ford. ca/bronco/
2021 Cadillac Escalade While production has not yet begun, pre-orders are running high for Cadillac’s largest and most luxurious SUV. The cabin’s most noticeable feature will be the curved Organic Light-Emitting Diode (OLED) display with 38 inches of total diagonal display area. It includes a 7.2-inch driver information centre, 14.2-inch instrument cluster display and 16.9-inch infotainment screen. Available screen views include navigation with live street views, four-camera bird’s-eye surround view, night vision and a trailering integration package with nine camera views. And for the first time, the Escalade will also offer a 3.0L inline-six Duramax turbodiesel engine. For more information, see cadillaccanada.ca/en/suvs/escalade
Signals Magazine October–December 2020
Making a Difference — Big Time BC’s Brian Garland wins CADA Laureate Award for Ambassadorship BY LAUREN KRAMER, BLACK PRESS CONTRIBUTOR Brian Garland is one of those rare individuals who sees a need in his community and acts quickly and quietly to fill it. “When you know you can make a difference, you have to be there for the things that are needed,” he says gently. Garland, president of Cariboo Chevrolet Williams Lake, recently received the CADA Laureate Award for Ambassadorship, the most exclusive recognition dealers can receive over the course of their careers. His community work spans efforts to support youth sports teams, provide university scholarships and even create a new program at the Thompson Rivers University campus in Williams Lake. Laureate award winners are selected by the Ivey Business School at Western University in London, Ontario, from a group of 15 national finalists. According to professor June Cottes, “As the ‘unofficial mayor’ of Williams Lake, Brian Garland has helped build his community over decades. What is particularly striking is the diversity of his efforts to build and strengthen the community above and beyond the confines of his business interests. His efforts to establish the TRU Grit group to save the local university are very notable, and his initiatives on youth and music education are truly inspirational. Across very diverse areas, Brian Garland has shown truly exceptional Ambassadorship.” Garland is the first to admit the credit is not his alone. “There were half a dozen key people that made this work and while I was proud to be a part of it, I can’t take credit for it,” he concedes. By “it,” he means the Applied Sustainable Ranching diploma at TRU, an educational offering that didn’t exist five years ago. Garland’s parents worked in agriculture and met in Alberta in 1926, at an agricultural university. Five years ago Garland looked around and noted that despite being populated by some of Canada’s larg-
The Young Fiddlers in Williams Lake are among the beneficiaries of Brian Garland and his wife, Muriel.
His community work spans efforts to support youth sports teams, provide university scholarships and even create a new program at the Thompson Rivers University campus in Williams Lake.
est ranches, BC still had no ranching program where students could learn about the industry. So he gathered an informal group of like-minded business associates and together they fundraised to create a made-in-BC agricultural program at the TRU campus in Williams Lake. Fast-forward five years and the diploma program is thriving and growing, with 20 students learning all the tools of the ranching trade. The work of ranchers is absolutely vital, Garland stresses. That informal group of business associates adopted the name “True Grit” and continues to fundraise relentlessly to provide scholarships and bursaries to help students afford the tuition costs of attending university in Williams Lake. Each year, True Grit organizes a black tie gala dinner and adds $30,000 to the scholarship coffers of Williams Lake’s TRU campus. Garland and his wife, Muriel, are deeply and personally committed to furthering higher education, and they recently donated $90,000 towards the construction of a new science building on campus. But they also love supporting youth, from sports teams to musical programs, including the Young Fiddlers in Williams Lake. They helped raise funds and donated personally to send about 12 students and chaperones from the Young Fiddlers on an exchange trip to Halifax, he said, adding that this year the group went to Ireland. “We just love supporting music and culture for youth.” Being the recipient of the CADA Laureate Award for Ambassadorship is a career highlight for Garland, who admits he is deeply flattered to have been selected from some 3,200 dealers across the country. “When I found out I had won the Laureate award, I was overwhelmed with humility, and honoured to be in the special company of previous winners,” Garland said to CADA Chair Mike Stollety when he learned of the award. “People often come up to me and say, ‘Hey, I’ve got an idea for something.’ I think they know that car dealers can make things happen. Nobody’s waiting there to make it easy. You just have to make it work.” newcardealers.ca
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Catching Car Thieves New Patronscan scanner helps find fraudsters BY LAUREN KRAMER, BLACK PRESS CONTRIBUTOR Identity fraud is a challenge plaguing car dealers throughout Canada, and as identity theft becomes increasingly sophisticated, theft of cars from auto dealers is also on the rise. Today, it’s synthetic fraud—when a known fraudster uses the legitimate information of an innocent person in identity with the fraudster’s image—that is the biggest problem. And it can be hard to detect. “The FBI has said that in North America, identity theft is more costly than the entire drug trade,” says Alberio Bathory-Frota. “Fake identities are being printed in real print shops around the world, using the same print shops that the registry uses, and the quality is so near perfect that it’s very hard for a human to tell the difference between real and fake.” Bathory-Frota and his partner James Marusiak are the founders of Patronscan, a Calgary-based company whose compact anti-fraud identity scanners scan one million people every two weeks, catching up to 15,000 fake identities in that period. Clients include bars and nightclubs, dispensaries, property managers and many in the automotive industry all over the world. When presented with an identity card, clients insert it into a hardware scanner and within three seconds, you can tell if that card is real or fake.
Automotive dealers can be easy targets for fraudsters, who come into a dealership, purchase a car with fake ID and steal it. “The dealer or lender doesn’t even know that the car is stolen for three to four months, by which time it’s been resold or shipped in a container to Asia or Africa,” Bathory-Frota said. “And it’s even easier to steal a car now during the pandemic because automotive sales people are not accompanying people on their test drives.” One of Patronscan’s Australian customers had 38 cars stolen by the same individual using 38 different fake identities. While there are mobile-phone-based scanners on the market, which scan identities, Patronscan’s scanner is a piece of hardware that photographs an identity card in different lights and picks up 8,500 different points on that card, comparing it to all the known fake identity templates on the market. “It’s a cat and mouse game,” Bathory-Frota said. “The fraudsters are constantly creating new templates, but because we have an extensive network, we’re able to catch those new ID templates as soon as they come into the market.” Subscription to Patronscan is based on scanning units and there are different packages available to meet the needs of different dealerships. For more information visit patronscan.com.
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For the Love of Community Community Driver Craig Kalawsky is making a difference BY LAUREN KRAMER, BLACK PRESS CONTRIBUTOR You’d be hard-pressed to find a dealer principal more deserving of the Community Driver Award than Craig Kalawsky, who was recently named a 2020 recipient of the prestigious award from the New Car Dealers Association of BC. The award recognizes dealers who make a tangible contribution to the growth and livability of their community, and for Kalawsky, of Castlegar Toyota, it comes naturally. Kalawsky has watched his parents, Darlene and Neil, make significant changes to their community through their work in automotive dealerships since 1978, and when he took the helm of Castlegar Toyota, he introduced changes that have impacted young and old, rich and poor, in the region. The dealership runs two annual events to deliver extra food supplies to the Community Harvest Food Bank, incentivizing service customers to bring donations by offering them 10 per cent discounts on their vehicle service. “We have a truck in the showroom that we use to collect the food donations, and each time we run this promotion we’re able to fill it with $2,000 worth of food,” Kalawsky said. “We’ve been doing this for the past eight years and we’ve been able to fill a lot of trucks, which is great because food banks across the country need our support.” In the holiday season, Castlegar Toyota runs a Giving Tree promotion whereby customers who bring a child’s toy can get discounts of up to 50 per cent off their service bills. Last year $500 worth of toys were collected for local families.
“In rural communities like ours there isn’t a lot of big industry to take on projects like these, so everyone has to help each other out where they can,” Kalawsky reflected. “These are some things that I personally believe in and support, and in a community our size, you can see the difference it makes for people.” Castlegar Toyota also throws its weight behind the Communities in Bloom initiative, a worldwide program to beautify cities and increase environmental stewardship and education through landscaping, murals and keeping cities clean. “We give donations, volunteer and provide vehicle support to move plants and equipment,” Kalawsky said. “This has been a major feather in the cap for Castlegar and we’ve won provincial, national and international recognition for the beauty of our community.” Kalawsky was surprised to find out he was selected as the award recipient: “In a tighter community you want to do this—not out of any need for recognition—because that, to me, is not important. I want to help out because it’s the right thing to do. If we all work together we can make a difference in a big way,” he said. “I saw my parents improve the industry and help in the community and I learned that no matter how big or small a dealership you are, you can still contribute. We’re fortunate in that this area has allowed us to be very successful, and I think you need to support the people that are supporting you.”
Real-World Training. Built for Now. BY DAN SMITH, NCM In today’s fast-paced automotive retail environment, the need for ever-changing and ever-lasting training is always important. Our current environment for safety for both staff and customers has become more important than ever. Throughout my career, I’ve discovered that training programs often lack real-world applications. Often they are taught by people without experience in a retail automotive environment. This is what sets effective training apart from programs that simply relay information to the participant. The automotive landscape has rapidly changed, but the need for well-trained dealership employees and future leaders has not. Training is not an occasional item; it is a commitment that we as dealers make to develop our future leaders. With that said, I want to share effective virtual training that the team at NCM has developed to assist dealers in ongoing training and development for their staff. This virtual training product enables immediate sales returns as well as increased customer service and employee satisfaction. This occurs without added travel expense and time away from the dealership. In August of this year, I participated in several of our newly designed virtual training classes. From Used Vehicle Management
Signals Magazine October–December 2020
to Service Management training programs, I was able to study the format and interact with the participants. The results were amazing! NCM’s virtual training isn’t a pre-canned program the user simply navigates, but rather a live session led by experienced industry experts. The goal is to deliver a structured program and ensure there is a healthy and interactive dialogue among participants and the instructor. NCM recommends managers attend the virtual class with the students, allowing the manager to understand what the student has learned and heard in the virtual class. This ensures that the teachings are followed up on—in and through the dealership. As a result, the learning experience is created in a team environment where expectations and accountabilities of the student are set. Participants get to interact with other students via camera and participate in polling questions that provide them with information about what their peers are experiencing on a specific subject. This leads to in-depth group discussions to better assist them in learning how to apply the material from the class in a real-world setting. To learn more, call us today at 866.756.2620 or email firstname.lastname@example.org.
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Leveraging Lunar New Year to Connect with Chinese Customers BY LAURA MCLEOD, COMMUNICATIONS MANAGER FOR LAT MULTILINGUAL
Though it may seem like fall has just arrived, marketers know it’s not too early to be thinking about Christmas and New Year campaigns. But if your dealership caters to Chinese clientele—or wants to deepen its connection with this audience—you should also be thinking about Chinese New Year, which begins February 12. While Chinese New Year itself is not commonly an occasion to buy a new vehicle, the month leading up to it is traditionally seen as a time to make purchases and complete important tasks to welcome the New Year.
Welcoming the Year of the Ox Chinese New Year, also known as Spring Festival, is the most important celebration for Chinese people locally and abroad. Celebrations typically start on the evening before the new moon, and end on the evening of the full moon 15 days later. Each lunar year is related to one of 12 zodiac animals and 2021 will be the Year of the Metal Ox.
Celebrating With Your Customers Running Chinese New Year promotions or campaigns is a great way to connect with your target audience. But it’s important to do it in a way that is culturally sensitive and isn’t just about selling products. Typically, we would suggest an “online to offline” promotion (O2O), inviting people to a Chinese New Year celebration in your dealership, where they can leisurely browse your featured models. However, with COVID-19 social distancing requirements likely to remain in effect this winter, we suggest focusing on digital tools and online engagements. Here are some ideas: • WeChat: The social media app WeChat is very popular among Chinese locals in British Columbia, who often prefer it to Facebook, Instagram and Twitter. Giving red envelopes (hong bao) is a well-known tradition at Chinese New Year, but did you know you can do it digitally on WeChat? Gifting discounts or other incentives will be a big hit with your
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Signals Magazine October–December 2020
Chinese customers. You can also run WeChat Moments ads or create an enticing H5 game. Be sure to have Chinese customer service available (also on WeChat!) to respond to any questions or requests that may come in.
Chinese Marketing Tips
• Webinars: Webinars can be a good way to showcase new models. Make sure that you hold your event before Chinese New Year—people will be more inclined to make a purchase. Budget for webinar promotions and prizes, make sure you leave enough time ahead of your event to promote it, and don’t forget to follow up after the session. • In-store events: In 2021, it’s unlikely you’ll be able to host large gatherings due to COVID-19. Instead, focus on VIP events—or encourage people to set up private appointments to view vehicles. You can also offer discounted auto detailing or maintenance services ahead of Chinese New Year. It’s traditionally a time to get things cleaned and organized before the New Year begins, making these types of offers particularly appealing.
Key Takeaways Now that you have some ideas on how to incorporate Chinese New Year into your marketing plan, we have one cautionary note. When working with diverse audiences, it’s important to understand the history and culture of any holiday you choose and leverage it carefully and sensitively. A nuanced cultural marketing strategy ensures you can build strong, long-term relationships that will benefit your dealership and your brand. LAT Multilingual has been helping companies and organizations reach diverse markets since 1999, through quality translation and marketing adaptation services. Contact Laura McLeod at email@example.com or visit www.latmultilingual.com.
Colours matter: keep in mind that red is believed to draw luck and prosperity, while the colour black is considered unlucky. When pricing vehicles, avoid the number four. In Chinese, the number four sounds like “death” or “dead.” Some people will go as far as to avoid any vehicle with a four in the serial number! The number eight on the other hand is considered lucky. Place orange fruit such as tangerines or kumquats in the vehicles during Chinese New Year, as the orange colour symbolizes riches and good fortune. Always place them in multiples of two, as pairs are preferred.
Driving Vehicle Sales Your dealership’s customers are diverse. To connect with clients, you need to reach them in their own language, on the media and social channels they use most. Connect with your customers on WeChat. Build brand awareness on TikTok. We can help develop a strategy that works best for your audience and your goals. www.latmultilingual.com/vehiclesales
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2020-09-24 3:26 PM
Seller Beware: Misrepresentations During the Course of a Sale BY KEREM TIRMANDI, SHK LAW CORPORATION
During the course of selling or leasing a vehicle, representations will invariably be made regarding its features, performance, history and warranty. These representations may not be written into the contract, but if they induce the buyer to enter into the contract, they can take on a binding effect. Accordingly, when representations turn out to be false, the buyer may be able to rescind the deal altogether or have recourse against the dealership in damages. This article provides you with a few guidelines to keep you on the right side of (mis) representation.
What is a misrepresentation? A misrepresentation is an untrue, inaccurate or misleading statement of fact that induces the buyer to enter into an agreement. Misrepresentation comes in three main forms: • Fraudulent, a knowing misrepresentation by the seller intended to induce the buyer into the agreement; • Innocent, an unknowing misstatement made with no intent to deceive, but that nonetheless induces the buyer into the agreement; and • Negligent, a statement made carelessly by the seller without reasonable grounds for belief in its truth. Misrepresentations can occur in advertising, in the course of negotiations and in the written terms of the sales contract. They can occur in writing, verbally or even from conduct. For example, courts have found silence or the failure to correct the false belief of a buyer to be a misrepresentation when it induces them to enter into the agreement.
What are the consequences of a misrepresentation? The principle remedy available to buyers for misrepresentation is rescission. If a contract is rescinded, it means the buyer and seller are placed in the position they would have been in if the agreement never occurred. In the context of a car sale, this would mean that the car would be returned to the dealership and the buyer would receive his or her money back. If for some reason the sale could not be rescinded, a court could award the amount of money to put the buyer back in the position he would have been in had the agreement never been entered into.
Signals Magazine October–December 2020
How can I limit the risks of misrepresentation? Liability for pre-contractual misrepresentations can be limited in the following ways: A “No Representations” clause indicating that the parties have not relied on any representations outside the contract of sale can have the effect of limiting the parties to the terms of the agreement and excluding liability for pre-contractual representations. An “Entire Agreement” clause similarly provides that the terms contained in the agreement represent the entire agreement between the parties. In order to maximize its effectiveness, the clause should expressly reference that pre-contractual representations are not binding. “Caveat Emptor” or “As Is” clauses may provide protection from non-fraudulent misrepresentations. Note, however, that especially in the context of consumer transactions (i.e., a sale or lease for personal use), consumer protection legislation and the courts have a very negative view of such limiting strategies, especially in the case of fraudulent and negligent misrepresentations made to the consumer. As such, they should not be relied on as a primary means to limit your liability.
Key takeaways Whether fraudulent, innocent or otherwise, dealerships can limit exposure to misrepresentations by doing the following: • Communicate honestly and avoid hyperbole—don’t overstate the merits of a vehicle simply to get the deal done; and • Clearly distinguish fact from your opinion, by stating it as such. A misrepresentation can come from a mistaken but honestly held belief. Accordingly, ensure that you and your sales team are educated and up-to-date with the products on offer. Include a “No Representations” clause or “Entire Agreement“ clause in your sales agreements to limit the potential liability from pre-contractual statements. If a representation is material to the agreement (in that it induces the buyer to enter into the agreement), set it down in writing to ensure certainty. For everyone’s sake, avoid statements like “she runs like a dream.” For more information on how best to protect yourself and your business from misrepresentation please contact one of our lawyers at SHK Law Corporation.
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Supporting Your Employees While They’re Back at Work Unlock Your Auto Dealership’s not employers can say, unilaterally, that all The COVID-19 pandemic inFull Canada has Potential BY DANIEL KASUN, HR CONSULTING MANAGER AT MNP LLP
employees must return to work, Marshall decimated customer-facing industries describes this as a “yes, but” situation: yes, like restaurants, and the auto dealership Today’s auto dealers continue to face their share of challenges, you can require people to return to work, industry is no exception, even though it from narrow margins and management struggles to dealing with but public health officers have encouraged has largely recovered. manufacturers’ expectations and a constantly shifting marketplace. people to work remotely whenever possible. Since dealerships have been deemed as business advisors to more than 140other auto dealerships in B.C., There are exceptions for people an essential service, many in As the industry MNP understands the specific demands and opportunities of the who have underlying health conditions or have been working in-person for some automotive industry — and is uniquely positioned to address the those who are caring for vulnerable people time, although they may have some anxneeds of dealer principals, whether you’re a single-store operator or at home, says Marshall: “To demand cateiety about being there. There are ways to a multi-store dealer. gorically that they’re the same as everyone help them feel better at the dealerships, and To learn how we canelse help you deliver - drive considerresults does raiseperformance human rights for those still working remotely, there are and more success, contact Chris Schaufele today at ations around discrimination on the basis ways to encourage them to return safely. firstname.lastname@example.org or 604.536.7614 of family status, care-required caregiving, Recently, MNP hosted a virtual roundtable, as well as disability.” in which several experts came together to
non-entity, in case they don’t feel comfortable reporting to their managers.
Addressing mental health
“If an employee doesn’t think you care, then the conversation is not going to go well,” says Dr. Bonnie Gibbon, co-founder of Family Enterprise Therapy. Dr. Gibbon says it’s important to give employees choices. When employers demand that someone do something, like return to work no matter what, it can fill employees with anxiety. Instead, employers can provide employees with perks like choosing which days they’d like to work from home. Managers can also empower address mental health, employment law Chris Schaufele, CPA, CA trust Dan Lock, CPA, CAemployees to manageRyan Gorder, CPA, CA Building their health and and the future of the workplace. Partner, Automotive & Partner, Automotive & Partner, Automotive & Employers can build rapport in a few ways,Servicessafety by outlining various COVID-19 Assurance Assurance Services Assurance Services MNP Surrey MNPindiPort Moody safety protocols. MNP Port Moody including a weekly check-in with Going back to work viduals. Understanding employees on an In ordinary circumstances, it’s a condiindividual level can help better understand tion of employment to have employees Daniel Kasun, CPHR, focused on supporting MNP.ca why they’re stressed about coming to work. work from an office, says Gavin Marshall, companies to recruit, appropriately A general questionnaire sent to sales managing partner at Roper Greyell LLP compensate, and develop HR programs to or service staff allows them to report to a employment law. In terms of whether or retain staff
Unlock Your Auto Dealership’s Full Potential You deserve maximum performance from your business. The right advisor can help you navigate the challenges of a competitive industry and drive consistent results.
Chris Schaufele, CPA, CA email@example.com | 604.536.7614 MNP.ca
SiriusXM 360L: The Future of Radio Today Sometimes seeing is believing. In the case of SiriusXM’s 360L, the believing comes in both the seeing and the hearing. 360L is the next step for SiriusXM in the vehicle, and it makes a great thing even better. With its dynamic in-dash interface, your customers will get the chance to experience over 300 channels inside their vehicle; it’s the largest amount of content ever available. Included is the greatest selection of ad-free music channels, among them those dedicated to legendary artists like The Beatles, Bruce Springsteen, Eminem and Pearl Jam. Whatever artist or genre your customers may be looking for, it’s easy for them to find their favourite music. To help your customers discover even more of what they love, SiriusXM 360L offers channel, artist and show recommendations based on listening preferences. We’ll also personalize picks for everyone in the car with SiriusXM 360L’s Personalized Recommendations. Speaking of getting personal, knowing that many vehicles have multiple drivers, SiriusXM 360L allows for up to five different user profiles; nobody ever has to fight over the favourites settings anymore. Along with its unparalleled assortment of music channels, SiriusXM 360L comes with a massive selection of sports, comedy, entertainment, politics and even kids’ programming, so whether you’re out on a solo drive or a family road trip, there’s always something good on.
And that’s just the beginning. With 360L, owners can now access SiriusXM On Demand content in-vehicle for the very first time. That includes interviews, performances, shows and more, available whenever you want. While the world is talking about connected devices at home with voice activation, SiriusXM 360L brings that feature right into the vehicle for your customers. They’ll be able to search for their favourites simply by telling their radio what they want to hear. They’ll even be able to pause and rewind the channels they’re listening to, giving them complete control over their in-car radio experience. SiriusXM 360L is the future of radio, and it’s here for your customers right now.
LEARN STUFF AND GET REWARDED. SiriusXM has launched an incentive-based program that is a quick, entertaining and easy way to learn about our service and how to amplify your customers’ experience. Go to sxmdealer.ca/training today to register. With the completion of all modules, you will get 21 months of free streaming on the SiriusXM app. There’s always something good on!
© 2020 SiriusXM Canada Inc. “SiriusXM,” the SiriusXM logo, channel names and logos are trademarks of Sirius XM Radio Inc. and are used under license. All rights reserved.
SPECIAL OLYMPICS BC SNAPSHOT
Generous Donors Powered Successful 2020 New Car Dealers Foundation / Special Olympics BC Auction This has been a challenging time for many, but New Car Dealers and supporters still stepped up to make a difference through the 2020 New Car Dealers Foundation / Special Olympics BC Auction. Running from September 18 to 24, this impactful event raised more than $171,000 in silent auction items, cash donations and sponsorship to support the life-changing work of Special Olympics BC and the New Car Dealers Foundation of BC. The auction was originally set to launch in spring, but it had to be postponed because of COVID-19. Even though many of their businesses have been affected by the pandemic, New Car Dealers and supporters remained committed to helping Special Olympics BC athletes. As fall approached and the province began to open back up, dealers and supporters said the time was right to relaunch the 2020 auction. The need to support Special Olympics BC is stronger than ever. Many Special Olympics athletes with intellectual disabilities knew the pain of exclusion long before the pandemic, and many lost their main source of social connection when Special Olympics BC programs had to pause. “It’s been really difficult,” says Misty Pagliaro, an active and award-winning SOBC Kimberley/Cranbrook coach. “I just absolutely love being around the athletes and they love being around each other. Having that taken away…it’s been really hard.” Today, Special Olympics BC is working to safely reopen the year-round sport programs where athletes gain essential friendships and pride in their skills through the joy of sport. Special Olympics BC is a community, a family and a source of emotional stability for more than 5,200 athletes across the province. The athletes and coaches who are safely returning to in-person Special Olympics programs are thrilled to be back. “It feels great to be back on the course,” Pagliaro said. “To help the athletes succeed in their goals is the most special feeling ever.”
Signals Magazine October–December 2020
Thanks to: • Manse Binkley, Harmony Honda and Harmony Acura • Marnie Carter, Carter Auto Family • John Chesman • Heather Headley, Pacific Honda • David Jukes, First Canadian Insurance • Pamela Keith, Dueck Auto Group • Joe Mitchell, Carter Auto Family • Blair Qualey, New Car Dealers Association
The auction is essential to helping renew these important programs. New Car Dealers and supporters came through in a big way, donating more than 250 exciting auction items, as well as making cash pledges, soliciting donations and/or bidding on items. This year’s headline prize was a 2020 Honda Civic DX Sedan, generously provided by the BC Honda dealers. We were also extremely grateful to Corus Entertainment Inc. / Global BC donating a $10,000 advertising package, First Canadian Insurance for making a $20,000 cash pledge and The Province and Vancouver Sun for providing promotional space to help spread the word about this vital event. Through more than three decades, this inspiring auction has raised over $5.2 million to support Special Olympics BC’s life-changing, year-round sports programs for people with intellectual disabilities, plus the empowering work of the New Car Dealers Foundation. We are extremely grateful for the ongoing support of the New Car Dealers who make the auction happen and who bid for the betterment of the charities. Heartfelt thanks to the dedicated members of the auction organizing committee. Every year they give countless hours of thoughtful and compassionate work in order to make this event a success.
Special Olympics BC and the New Car Dealers Foundation extend sincere thanks to everyone who supported the 2020 auction and look forward to another exciting event in 2021. To get involved, please contact Christina Hadley, SOBC Vice President, Fund Development & Communications, by email at firstname.lastname@example.org or by phone at 604-616-1343. Thank you!
Special thanks to the following dealers for making a cash pledge and/ or providing an auction item: • • • • • • • • • • • • • • • • • • • • • • • •
Auto West Group Bannister Ford Bannister GM Vernon Bannister Honda Bannister Kelowna BC Honda Dealers Brian Jessel BMW Brian McLean Chevrolet Buick GMC Browns’ Chevrolet Buick GMC Ltd. Capilano Audi Capilano Volkswagen Campus Auto Group Carter Auto Family Champion Chevrolet Chilliwack Kia Dueck Downtown Dueck on Marine Dueck Richmond Freeway Mazda Harmony Acura Harmony Honda Harris Auto Group Huber Bannister Chevrolet Jenner Chevrolet Buick GMC Continued on next page
Continued from previous page
Special thanks also to the following companies for making a cash pledge and/or providing an auction item:
• Jim Pattison Chrysler Jeep Dodge • Jim Pattison Hyundai • Jim Pattison Lexus • Jim Pattison Subaru • Jim Pattison Toyota • Jim Pattison Volkswagen • Jim Pattison Volvo • Laird Wheaton Chevrolet Buick GMC Cadillac • MacCarthy GM (Terrace) Ltd. • Mazda Canada • Mertin GM • Mertin Hyundai • Mertin Nissan • Metrotown Mazda • Salmon Arm GM • Smith Chevrolet Cadillac Ltd • Tyee Chevrolet Buick GMC Ltd. • West Coast Auto Group • Wheaton Chevrolet Buick Cadillac GMC
• • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • •
100.3 The Q 102.3 The Wave 106.9 FM The Wolf 4Less Disposal 88.5 The Beach 93.3 The PEAK 97.3 The Eagle ADESA Vancouver Alaska Highway News Alfa Greco-Roman Cuisine Aqua Hot Wash Ltd. At Your Table with Kate Rice AutoTrader.ca Baker Tilly WM LLP Bay Nails Bell Media - BC Interior Bell Media - CJDC TV Big White Ski Resort Black Press Bo Browne of Sebastian 1 Salon Boyd Autobody & Glass Bradley Smoker Brite Choice Distributors Ltd. Canadian Healthy Vending Canuck Towing & Services Canucks Sports and Entertainment CapriCMW Insurance Services Ltd. CARFAX Canada Castanet Media CDK Global Comox Valley Record CONNECT Okanagan Telephone Corus Entertainment Inc. Crown Isle Resort & Golf Community Delta Optimist Delta Victoria Ocean Pointe Resort and Spa
• • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • •
Denise Yuen Dentique Paintless Dent Repair Downtown Marina Kelowna Ducan Eco Clean Dry Cleaning Centres Enterprise Holdings Equitable Life of Canada Everything Wine Express AutoSpa Fairview Mountain Golf Club FASTSIGNS Finns Kerrisdale Ladies First Canadian Insurance Flowers Beautiful Flying Colours Auto Painting Ltd. Gallagher’s Canyon Golf & Country Club Global BC Green Coast Rubbish Inc. Harbour Cruises Ltd. Hardcore Archery Center Hester Creek Estate Winery HUB International Insurance Brokers Illuminaté Restorante ITS Building Maintenance Inc. Kelowna Actors Studio Kelowna Glass Kelowna Golf & Country Club Kelowna Rockets Hockey Club Kelowna Springs Golf Club Lordco Auto Parts Maaco Auto Painting & Collision Repair Mario’s Kitchen Marnie Carter Mervyn’s The Body Shop Michael Mason & Co Ltd. Michaelbrook Golf Club Microsoft
• National Post • National Tire Distributors • NationWide Self Storage & Auto Wash • New Creations • New Moves Pilates • North Shore News • Okanagan Computer Products • Osoyoos Golf Club • Pacific Gateway Hotel at Vancouver Airport • Pacific Honda • Park’N Fly Vancouver • PHD Canada • Precision Carriers Ltd. • Prema South Central BC • Prestige Hotels & Resorts • ProSmart Auto Care • Proven Path Office and Home Organizing • Rapid Printing • Richmond Auto Mall Association • SAL Dealer Services - Industrial Alliance • Sawchuk Developments Co. Ltd. • SAXX Underwear Co. • Shadow Shield • Shannon Lake Golf Club • Sheraton Vancouver Airport Hotel • SHK Law Corporation • Slik-Stick Inc. • Snap-on Tools • SOBC – Coquitlam • Sobeys • Southern Insurance • Spirit Ridge Lake Resort, Winery and Sacred Land • Staples Business Advantage • Summerhill Pyramid Winery
• Sun Peaks Grand Hotel & Conference Centre and Sun Peaks Resort • Sunset Ranch Golf and Country Club • The Daily Courier • The Harvest Golf Club • The Lounge 99.9 • The Okanagan Golf Club • The Province • The Rise Golf Course • The Zone 91.3 FM • Tim Hortons • Timberland • Times Colonist • TireLink • Tom Harris Community Foundation • Top Grade Tire Recycling Inc. • Total Prepare Emergency Preparedness Solutions • TouchUp RX • Tower Ranch Golf Club • Turtle Bay Marina Resort and Boat Rental • UniFirst Canada Ltd. • Van Houtte Coffee Services • Vancouver Airport Marriott Hotel • Vancouver Island University • Vancouver Sun • Vancouver Whitecaps FC • Ventana Construction Corp. • Vernon Golf & Country Club • Wheaton Precious Metals • Whistler Blackcomb • WMS Designz • W.P.J. McCarthy and Company Ltd. • WS Leasing Ltd.
Future Proof Careers
WE NEED PEOPLE WITH HEART For now and well into the future.
Future Proof Careers available at CarsAndJobs.com carsandjobs_CA
Class Action Approved for Claims by Sales Managers Who are Treated as Independent Contractors BY MICHAEL WEILER, KSW LAWYERS (MWEILER@KSW.BC.CA) Chris and I are often asked to advise on independent contractor agreements for senior salespeople or sales managers. Our advice is that such arrangements are fraught with danger as courts and tribunals often find the person is an employee and not an independent contractor, despite what the written agreement says. A recent Ontario court decision highlights the potential dangers in misclassifying salespersons and sales managers as independent contractors. In Rallis v Approval Team Inc., 2020 ONSC 4197, the Ontario Superior Court certified a class action against a car dealer. The Plaintiff worked for Approval as a salesperson and then a sales manager until 2019, when he converted to an employee position. While an independent contractor, Approval did not pay the
Plaintiff vacation pay, stat pay or overtime. The claim is for all vacation pay, statutory holiday pay, overtime and CPP/EI contributions for all such persons engaged by Approval since 2018. We note that in BC, such a claim could not proceed in court, but could be pursued under the Employment Standards Act. True independent contractors can be terminated at will without notice. But courts regularly find that reasonable notice of termination or pay in lieu will still apply if the worker is a “dependent contractor,” which is a judicially created hybrid position between an employee and true independent contractor. Under the BC Labour Relations Code, “dependent contractors” are treated as employees with all the rights and protections of employees, including the right to organize a workplace.
The test for employee versus independent contractor was applied recently in Farren v Elite Service Group Inc., 2020 BCSC 23, a case involving a worker who provided cleaning services to Starbucks. The court reviewed the “employer’s” level of control over the worker’s activities: whether the worker hires helpers, the worker’s financial risk, degree of responsibility for investment/management and opportunity for profit. In this case, Mr. Farren was found to be an independent contractor and his claim for wrongful dismissal was dismissed. Note to our Readers: This article is for information purposes only and is not legal advice. If you are looking for legal advice in relation to a particular matter, please contact Mike Weiler or Chris Drinovz at KSW Lawyers.
DRIVING INSIGHTS | How to Create Brand-Loyal Customers DREW HARDEN, MANAGER, RESEARCH & INSIGHTS AT CARFAX CANADA Brand loyalty is beneficial to both dealerships and original equipment manufacturers (OEMs), since a loyal group of car owners means ongoing sales and revenue for both. Used-car buyers are very interested in staying with the same brand: shortly after buying their vehicle, we found that 89 per cent said they plan to stay within the brand for their next vehicle purchase. This sounds promising, but years later, when it’s time to make their next purchase, only 49 per cent end up sticking with the same brand. What’s causing these potentially loyal customers to switch, and what can you do about it?
What keeps customers with you? Customers are going to stick with your brand because of how they feel about the brand itself and their experience with the vehicle they currently own. When a used-car buyer decides to re-purchase the same brand of vehicle, 61 per cent say that it’s because they like the vehicle brand, 55 per cent say they found their last vehicle reliable, and 45 per cent say their last vehicle was a good fit for their lifestyle.
What drives customers away? When customers decide to switch brands, it’s not necessarily because you’ve pushed them away. Yes, they have likely fallen out of love with their current vehicle, but so have most people getting rid of a car. More likely, they’ve been pulled in by the opportunity to try something new and different. Asked why they purchased a different brand of used vehicle, 40 per cent of buyers said they found something they
like more, 31 per cent were offered a great deal on something else, and 31 per cent just wanted to try out a different vehicle.
What can you do? Building brand-loyal customers is an activity that both OEMs and dealerships benefit from, so it’s an activity they need to work on together. Customers stick around because you have built and maintained a particular brand image, provided vehicle reliability and have vehicles that fit their needs: these benefits aren’t driven by either the OEM or dealership on their own. There’s an opportunity to pull customers back to you when they’re beginning to feel indifferent about their vehicle. Ensure that these customers are aware of the updated features and innovations that have gone into the newer generations of vehicles from your brand. By keeping current customers happy and pulling apathetic customers back to you, you can ensure all these car buyers who want to be brand-loyal come back the next time they need a car.
Driving Insights is an information series designed to help used-car dealers better understand the motives and behaviours of Canadian used-car buyers. The research, designed by CARFAX Canada and executed by Dynata, is based on pressing questions and answered through a national survey of 1,000 Canadians who recently bought a used car from a dealership. If there’s a question you’d like us to address, email email@example.com and we’ll get you some answers! Get more insights at www.carfax.ca/insights.
NEW REPORT COMING SOON CARFAX Canada Vehicle History Reports are getting a refresh! Be prepared for when they go live, and see what’s changing! Learn more at go.carfax.ca/refresh
WITH SPECIAL THANKS
The New Car Dealers Association of BC would like to acknowledge these fine companies for their support of your association’s activities. OFFICIAL SUPPLIERS
CADA 360 programs are unique. Each program is designed under the guidance of a dealer committee, and participating dealers become stakeholders in the programs. “It all comes back to you” is more than a tag line: it’s a guarantee to association members. The end result is a powerful combination of industry-leading business solutions for health and wellness benefits and exceptional dealer representation. Learn more at cada.ca/web/cada/insurance/cada https://www.shk.ca/
First Canadian Insurance Corporation is a national, privately chartered life insurance company that has been offering life and disability insurance coverage on consumer loans through automotive dealership financial service offices since September 1998. Since that time, the First Canadian Group of Companies has been marketing its insurance, mechanical breakdown protection and protection product programs through automotive, RV and marine dealers across Canada with tremendous success. Learn more at firstcanadian.ca
CARFAX Canada is the definitive source of automotive information, delivering vehicle history, appraisal and evaluation. Drawing on billions of data records from thousands of unique sources, its products enable used vehicle buyers and sellers to make informed decisions. Including CARFAX Canada reports with your used vehicle inventory could be that edge over the competition that you’ve been looking for. Let CARFAX Canada show you the difference, and help you sell more cars and make more money! Learn more at carfax.ca
Cox Automotive is transforming the way the world buys, sells and owns cars with industry-leading marketing, software, financial, wholesale and e-commerce solutions for consumers, dealers, manufacturers and the overall automotive ecosystem worldwide. The global company has 34,000 team members in more than 220 locations and is a partner to more than 50,000 auto dealers as well as most automobile manufacturers. Learn more at coxautoinc.ca
ADESA Vancouver’s auctions provide registered dealers, brokers, automobile manufacturers and rental agencies as well as corporate and government fleets with a complete vehicle marketing solution in British Columbia. Learn more at adesa.ca/vancouver
Michael Mason & Co. has been manufacturing and supplying for the automotive industry since 1967. It has products for every department within your dealership. Michael Mason & Co. fabricate products at factories in British Columbia, Canada. Learn more at michaelmason.ca
SiriusXM is the country’s leading entertainment company. SiriusXM creates and offers commercial-free music, premier sports talk and live events, comedy, news and exclusive talk and entertainment. SiriusXM is available in vehicles from every major car company, smart phones and other connected devices as well as online. Learn more at siriusxm.ca
The New Car Dealers Association of BC is a proud member of the Canadian Automobile Dealers Association (CADA). The CADA is the national association representing new car and truck dealers. Acting as the voice of the dealers at the national level, CADA serves as an advocate to government, industry and the public.
Signals Magazine October–December 2020
ASSOCIATE MEMBER DIRECTORY Associate Members of the New Car Dealers Association of BC provide vital products and services to Dealer Members, allowing them to do business with greater cost effectiveness, environmental responsibility, and general efficiency. ACCOUNTING
General Bank of Canada
PRINT AND DESIGN SOLUTIONS primary
Baker Tilly WM LLP
Marley Begg // 780-974-2829 // generalbank.ca
Masato Oki // 604-684-6212 // bakertilly.ca
iA Auto Finance
Josh Chow // 604-837-3536 secondary // drivemarketinggroup.ca
MNP LLP Accounting
Denise Buott // 905-815-9510 // iaautofinance.ca
Darrell Endresen // 604-949-2088 // mnp.ca
Harv Craven Design
Industrial Alliance Insurance and Financial Services Inc.
Harv Craven // 604-476-0435 // harvcravendesign.com
John Eadie // 604-882-8220 // salgroup.com
Hamish Marshall // 778-835-3715 // onepersuades.com
Stephanie Day // 604-806-5300 // lgm.ca
My Auto Lenders
Ryan Bentham // 604-319-0104 // westkeygraphics.com
AUCTION SERVICES ADESA Auctions Canada John Macdonald // 604-232-4403 // adesa.com
EBlock Nicole Sergio // 416-853-5626 // edealer.ca
Teresa Bromley // 877-279-0607 // myautolenders.com
Manheim Auto Auction Company (Cox Automotive Canada)
Jack Sulymka // 905-875-3522 x5441 // manheim.com
AUTOMOTIVE SCHOOLS BCIT - School of Transportation Mubasher Faruki // 604-454-2234 // bcit.ca/transportation
Georgian College (Automotive Business School of Canada) Joe Lauzon // 705-728-1968 x1234 // georgiancollege.ca
Drive Marketing Group
PROPERTY SECURITY Radius Security
Catalina Baciu // 778-231-8383 // nbc.ca
Mike Baxter // 604-232-2405 // radiussecurity.ca
RBC Automotive Finance Group Aaron Young // 604-656-2965 // rbc.com/canada.html
RESEARCH AND SHOPPING WEBSITES
Scotiabank Western Dealer Finance Centre
CARFAX Canada ULC
Karen Stetz // 800-268-0762 // scotiabank.com
Shawn Vording // 866-835-8612 x2966 // carfax.ca
Scotia Dealer Advantage
John Hiscock // 416-288-7800 // scotiabank.com/scotiadealeradvantage
Lexi Lipton // 617-315-1137 // ca.cargurus.com
BUILDING DEVELOPMENT SERVICES
TD Auto Finance
Spire Development Corporation
Richard (Rick) Bessex // 778-628-7458 // TDFS.com
Randy Shepherd / 403-999-8854 // autotrader.ca
Lawrence Green // 604-432-6650 // spiredevelopment.ca
CO-OPS Consolidated Dealers Co-Op Janette Tooley Andrade // 905-264-7022
Leader Auto Resources LAR Inc. Bob Grewal // 778-773-1727 // larnet.com
Vantage Benefits Shawn Perryman // 604-788-8971 // vantageadvisory.ca
Brett Spector // 407-274-8390 // ironmountain.com
Fab Biagini // 604-688-7208 // zlc.net
Western Dealers Co-Auto
IDENTITY THEFT AND FRAUD SERVICES
Bailey Phemister // (604) 209-7524 // telus.com/business
Mike Reid // 780-468-9552 // wdcoauto.com
DEALER20 GROUPS NCM Kory Suppes // 913-401-2311 // ncmassociates.com
DMS PLATFORMS CDK Global Greg Wallin // 778-838-0639 // cdkglobal.com
Reynolds and Reynolds
Chad Polski // 877-778-9798 x703 // patronscan.com
AllWest Insurance Services Renee Nielly // 604-733-7383 // allwestins.com
UNIFORM SYSTEMS Canadian Linen & Uniform Service
HUB International Insurance Brokers
Craig Sherlock // 778-331-6243 // canadianlinen.com
Wayne LeGear // 604-269-1944 // hubinternational.com
Unisync Group Limited
Barry Good // 800-668-3243 x505 // unisyncgroup.com
George Schaeffer // 519-317-3400 // reyrey.com
Neal Oâ€™Donoghue // 866-603-8666 // insuranceinsight.ca
Serti Information Solutions
Nadine Harvey // 514-493-1909 // serti.com
Michelle Wong // 800-613-3705 // optiombc.com
E-CHAT AND ONLINE TEXT SERVICES
Coast Tire Storage Carolyn Gilmour // 877-216-2510 x141 // coasttirestorage.ca
Canadian Black Book Richard Phillips // 905-413-7601 // canadianblackbook.com
Commander Warehouse Equipment Brad Daws // 604-574-5797 // commander.ca
Consultant Auto 360
Paul Lehal // 604-653-6000 // ebunch.ca
Michael J. Weiler // 604.336.7423 // ksw.bc.ca
SHK Law Corporation
Alex Wojcik // 877-248-0204 // kimoby.com
Roderick McCloy // 604-684-0727 // shk.ca
Cox Automotive Canada
Megan Lepp // 250.859.6562 // liveperson.com
OCCUPATIONAL HEALTH AND SAFETY
DealerTrack Jack Sulymka // 905-875-3522 // us.dealertrack.com
Peak Apparel Eric Kazenbroot // firstname.lastname@example.org // 604-445-4405
Dealer Solutions North America
Rick Kingdon // 778-245-1041 // dealersolutionsna.com
Sirius XM Canada Mike Mazgay // 647-825-4725 // sxmdealer.ca
FINANCIAL SERVICES BMO - Bank of Montreal Bradley Warren // 604-417-0229 // bmo.com
BDO Kristen Mundy // 403-205-5760 // bdo.ca
Calla Financial Services
Leanne MacKinnon // 604-921-4048 x122 // callafinancial.ca
CIBC Commercial Banking
Kim Normandin // 514-394-1955 x508 // solutionsmedias360.com Shannon Newman // 905-290-6414 // coxautoinc.ca
Darren Dobson // 1-416-841-5500 // ProtectCanada.ca
OFFICIAL NCDA BILL OF SALE PROVIDER Michael Mason & Co.
NextGear Capital (Cox Automotive Canada) Jack Sulymka // 905-875-3522 // canada.nextgearcapital.com
RSR Global Karey Davidson // 905-631-5865 // rsr-global.com
Steve Batchelor // 250-384-7304 // michaelmason.ca
Titan Certified Canada (TOA)
PAYMENT PROCESSING, MERCHANT SERVICES
Dale Finch // 604-341-4933 // titancertified.com
PandaPay Michael Laliberte // 1-514-446-1838 // pandapay.ca
VAuto (Cox Automotive Canada) Jack Sulymka // 905-875-3522 // vauto.com
VinSolutions (Cox Automotive Canada)
Phil Lehn // 604-665-1318 // cibc.com
PR AND LANGUAGE SERVICES
First Canadian Insurance Corporation
Xtime (Cox Automotive Canada)
Darren Johnson // 250.217.5955 // firstcanadian.ca
Lise Alain // latmultilingual.com
Jack Sulymka // 905-875-3522 // xtime.ca
New Car Dealers Association of BC
Jack Sulymka // 905-875-3522 // vinsolutions.com
NCDA_BC VanAutoShow CEVforBC
NewCarDealersAssoc VIAS CEVforBC
NCDA_BC VanAutoShow CEVforBC newcardealers.ca
70 years of service to dealers. 70years years of of service service to 70 to dealers. dealers. CADA 360 Employee Benefits serves more dealers and their CADA 360than Employee ts serves dealers and their employees any otherBenefi employee benefimore ts program. CADA 360 Employee Benefi ts serves more dealers and their employees than any other employee benefits program. employees any employee benefiBenefi ts program. Earlier thisthan year, theother CADA 360 Employee ts dealer Earlier this approved year, the CADA 360 Employee Benefits premiums. dealer committee a two-month credit of benefi Earlier this year, the CADA 360 Employee Benefi ts dealer committee a two-month credit ofbreathing benefits premiums. This was toapproved give you and your employees room and committee aand two-month credit ofbreathing benefits room premiums. This was approved toduring give you employees and fl exibility, a time ofyour great uncertainty. This was to give you andofyour employees breathing room and flexibility, during a time great uncertainty. If you’reduring a long-term CADA 360 uncertainty. dealer, you know it’s what we flexibility, a time of great If long-term doyou’re – helpaour dealersCADA when 360 they dealer, need it you most.know it’s what we If you’re a long-term CADA you know it’s what we do – help our dealers when360 they dealer, need it most.
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needs and helping them